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If you believe that in challenging conditions that you can only sell price, you will find evidence to support your beliefs. But you will be wrong. Read More

We all make choices, some good some bad. As sales professional you choose to succeed or fail, one is no harder than the other, so why do some continue to choose to avoid success. Read More

Whatever you have achieved, you have done so with an enormous supporting cast. Have you said thank you? Have you done so lately? Read More

“Full Service!” “Total Solution!” “We handle everything!” “We are a customer focused company!” Virtually always, statements like these are a load of hooey. Read More

There is no law that states that client meeting have to be conducted sitting down in an office or boardroom. Get up, walk around, take a tour of the facilities, let discovery come to you. Read More

Words have meaning.

What you say is rooted in what you think about. What you think in your head... slips past your lips.

Maybe not today or tomorrow. Maybe not even for the next decade or two.

But it's inevitable.
Head mojo turns into lip activity.
If you find yourself saying... Read More

In this audio, Silvia Quintanilla interviews Eric Doner, founder of Achievement Training Associates. Eric is chock full of valuable advice for any sales manager looking to take their sales team to the next level. Read More

The most dangerous lie that salespeople tell themselves (and anybody who will listen) is that they lost their dream client opportunity on price. Read More

It is only natural that a team reflects the characteristics of their leader. The risk with that is they will also reflect their bad habits. Read More

Nicholas Negroponte, Director of the renowned MIT Media Lab, a frequent contributor to Wired, wrote a book titled “Being Digital” in 1995. His basic premise is that atoms (physical things) will be rapidly converted to bits (binary streams of data) and distributed over high-speed packet networks (th Read More